Senior Key Account Manager (DACH)

If you’re into IT / tech sales, fluent in German & English 🇩🇪🇬🇧, an expert into B2B sales, and handling big organizations with multiple stakeholders involved, this job may be for you:

Have you experienced slow (or non-existent) WiFi in the train? The passenger information screens turn black? The door sensor not working?
➡️ If yes, this is the place to change this!

Unwired Networks is a software and connectivity company modernizing how public transport operators provide and monitor their onboard computers and networks through a cloud-based device management, connectivity, and app orchestration platform. ☁️📡📊

🧭 What will you do?
Own our Key Accounts in Germany, Austria, and Switzerland (rail, bus operators, vehicle OEMs, and system integrators) as their long-term commercial partner.
Your main tasks include:

Develop accounts strategically (account plans, stakeholder maps, expansion)

Meet them regularly onsite and report on a Quarterly basis

Qualify and drive tenders together with PreSales and Delivery

Handle commercial escalations, including proposals of resolution

Management of framework agreements, contract updates, renewals, and keeping all documents organized and up to date

On-site participation in industry-related trade fairs and conferences representing Unwired (e.g., IT Trans, Innotrans)

Commercial & technical discovery calls, solution presentations

Preparation of quotes and offers, negotiations, and closing

Deal documentation and forecast management

👉 Sales in Unwired is team-based – with support from PreSales, Sales team, Delivery, DevOps, and even CEO/CTO when needed

🔍 Who are you?
7+ years of proven success in complex B2B solution sales with long cycles — ideally rail, public transport, telecommunications, or industrial IT

A track record of winning and growing six- and seven-figure accounts through relationship building, not transactional selling

Existing network in the DACH public transport ecosystem (operators, OEMs, integrators) or the demonstrated ability to build one fast

Strong commercial judgment: confident with tenders, contracts, NDAs, pricing, and negotiations

Enough technical fluency to discuss networks, Wi-Fi, and cloud/edge concepts credibly with technical buyers (PreSales has your back on the details)

Self-organized, resilient, and comfortable with travel across the region

German at a native level and excellent English, written and spoken

🌟 Who are we?
Young, growing SME with clients over Europe

International team (Austria, Italy, Spain, Croatia, Germany, Egypt, Ukraine, etc.)

Company language is English

Culture based on autonomy, collaboration, trust, and responsibility – with humor included

Startup agility + established-business stability (founded in 2011)

Tool stack: Pipedrive, easybill, lemlist, Google workspace, Slack, Redmine, Trello, Claude

🤝 How do we work together?
You bring a proactive approach towards your clients - not the “I sent one email, now I wait for destiny” type, but someone who brainstorms, executes, and follows through

You confidently manage commercial topics - negotiating conditions, documents, raising blockers, and proposing solutions to accommodate both parts

You possess technical knowledge and are ready to dive into industry-specific concepts

You enjoy meeting customers onsite - whether with a colleague or solo; real-world context beats email chains every time

You are self-motivated - your work ethic is based on your own sense of responsibility and genuine interest for solving customer problems

🎁 What are your benefits?
Base salary range 70-90k € depending on your profile

Uncapped sales commission on top

Hybrid or fully remote work available within EU, with scheduled onsite times (~6 times/year)

Flexible work hours (core collaborative window 10:00-15:00), compatible with your parental duties

Transparency and fairness are key to us, so we make sure that all overtime is compensated fairly, no all-in contracts

Growth opportunities; develop into higher-impact roles according to your preference – senior, strategic or leadership positions. Your earnings grow with you.

Centrally located offices in the heart of Vienna (1st district), usual office days are Tue and Thu

Regular afterwork events (dinners, bowling, sports, hikes, Danube swims, etc.)

Latest-generation Apple devices (Macbook Air + iPhone SE)

Budget for personal professional development

Endless coffee supply (unless you drink 10L/day) ☕🔥

If you’re interested, please apply – and let’s arrange an initial “get-to-know each other” meeting either online or over lunch in Vienna 🍽️ 💬

Can’t wait to hear from you!
Your future colleagues,

Guifré Vidal & Unwired Networks team